Regional Account Specialist - Mass Spectrometry

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About the role

The Regional Account Specialist - Mass Spectrometry is specialized in launching, selling and promoting our breakthrough Mass Spectrometry solution to customers in the Midwest US territory. This field-based role implements sales plans designed to achieve established revenue and financial goals, focusing on key, highly strategic accounts with complex requirements.

You will manage and lead the development of capital equipment sales strategies, provide professional leadership in planning and organizing sales growth, and utilize strong product/market knowledge to resolve customer questions and concerns. The role involves retaining, extending, and acquiring customers through effective identification of opportunities and the creation of tailored solutions, as well as building strong client relationships for growth and profitability.

You will communicate with other Roche functions to ensure sales support and delivery of programs/products, navigate the financial landscape of complex health systems, and maximize capital budget cycles. Overnight travel is required, including short notice, to most effectively cover the territory and maximize customer-facing time.

Responsibilities

• Manage and lead the development and implementation of capital equipment sales strategies to attain assigned sales objectives for highly strategic accounts.
• Provide professional leadership in planning, organizing, and controlling balanced sales growth, continued account penetration, and customer satisfaction.
• Utilize strong product/market knowledge and sales experience to manage complex sales and resolve customer questions and concerns.
• Retain, extend, and acquire customers through effective identification of opportunities and the creation and implementation of solutions.
• Establish and build strong client relationships that allow for growth, profitability, and predictability.
• Communicate with other relevant Roche functions to ensure needed sales support and delivery of programs/products.
• Navigate the financial landscape of complex health systems to help them maximize their capital budget cycles and achieve growth goals.
• Sell the company's products or services to new accounts and/or expand existing accounts, focusing on critical, large, complex, or highly visible strategic accounts.
• Develop and present comprehensive financial proposals and contracts that enhance profitability and protect margins.
• Work in coordination with Account Managers to call on prospective and current customers.
• Conduct demonstration sessions on product characteristics.
• Involve technical personnel to resolve customer issues and problems as needed.
• Participate in the establishment of sales targets and design of the territory's sales plan, managing sales expenses.

Requirements

• Bachelor’s Degree or equivalent experience.
• 7+ years relevant sales or equivalent experience with the highest level of sales proficiency.
• Excellent oral and written communication skills, including making impactful presentations.
• Proven leadership abilities.
• Strategic planning, negotiation, contracting, and problem-solving skills.
• Broad expertise or unique knowledge in the lab testing segment; specific LC/MS experience is preferred.
• Complete knowledge of all Mass Spectrometry products and services; may be tasked with sales/development of new or strategic products.

Preferred Qualifications

• Experience with Liquid Chromatography / Mass Spectrometry (LC/MS) customers and/or products.

Pay

The expected salary range for this position based on the primary location of Indiana, IN is $119,100–$221,000. Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law. This position is also eligible for incentive compensation calculated and paid in accordance with the applicable plan.

Benefits

This position qualifies for the benefits detailed at Roche Benefits.

Relocation benefits are not offered for this position.